Category Archive for: ‘NEW Women’

It destroys the human spirit and reduces market potential for everyone.

Theft is anti-ecological, corrupts the market, increases injustice, and reduces potential for order and wealth in the world. Theft causes scarcity by taking something that belongs to someone else. Scarcity results when you are robbed of one or more of five sources of wealth. Theft of expectations is on the of five thieves.

Chasing these thieves away enriches the world, attracts money and material wealth, enlivens livelihood and opens the way for spiritual expression. Eliminating these increases your wealth in all dimensions, for yourself and others.

Today, let’s illuminate and eliminate theft of expectations.

One of the biggest killers of human potential and economic prosperity, theft of expectations affects human relationships in every way. How we deal with met expectations AND, more importantly, how we handle UNMET expectations affects our self-confidence and self-esteem. It also weighs heavily in our future choices and decision-making.

Everyone has experienced the disappointment of stolen expectations. This is especially true in the areas of money, business and finance. Every person I know and have ever met has in some way, been robbed of expectancy. This can have a major impact on how you see yourself.

An example of stolen expectations so prevalent in today’s world is the proliferation of “money-making” business opportunities. Being in business for yourself is one of the most challenging of all endeavors. Yet, marketing and advertising claims scream at us every day how we can make tons of money with little work, effort, time, risk or investment. We are told stories of riches beyond our wildest dreams, shown pictures of people on boats, in front of new cars and at the doorway to their luxury homes. The captions usually read or imply,

“THIS COULD BE YOU!”

Think back to the last experience when your expectations were stolen, and how it left you feeling afterwards. Not a pretty picture. This is a crime of the highest magnitude in the spiritual and infinite worlds. Although it is not a true crime in the material and emotional worlds, theft of expectations almost always leaves us poorer economically and emotionally.

Another area in which theft of expectations runs rampant is in the buyer-seller relationship. False expectations relayed by a seller to a buyer of the real benefits and value of a product or service leaves us confused and uncertain, breaches trust and damages long term relationships.

This is why 90% of the people I ask the question, “Do you like to be sold?” will answer “NO!”

Even sellers and distributors of products and services themselves (aren’t we all in some way) dislike being sold. Why?

Because their past experience of having their precious expectations stolen.

Conversely, false interest or expectations by a buyer also diminishes the market. A seller’s time is his stock in trade, regardless of the product or service sold. Wasting time with tire-kickers is wasting life. We all sell something, and everyone has had time wasted by people pretending to be interested. As a professional, it is your job to qualify people more carefully, and spend as much of your time with the HUNGRY FISH as possible. How do you know?

Ask a few simple, direct questions like,

“What is your real time frame for buying, or taking action?”

“If you found what you were looking for, how soon would you want it to start working for you?”

These and related questions point to the most important piece of information you need to know about your buyer to invest your time wisely:

When will you act?

We waste so much time with just about anyone who expresses interest, that we sometimes actually foster and subtlety encourage theft of our expectations by buyers. This can be minimized by asking these questions, and establishing an open dialogue about the importance of respecting time.

I find myself saying much more often,

“I really respect OUR time – yours and mine. I want to make sure we are on the same page. Where in the buying process are YOU? Are you ready, or just getting ready? Are you looking for alternatives to get started right away, or just shopping for now?”

The more you can professionally determine the state of readiness of your buyer, the more efficient and effective will be your interaction.

As a buyer, don’t let people think you are close to buying, if you are not. Be an open and honest buyer, and you can expect your interactions with sellers will be much more professional and enjoyable.

As a buyer, YOU manage the relationship. As a seller, it is so much more fun and productive to work with honest and truthful buyers. It is a measure and reflection of our professionalism to be able to know with certainty where the buyer is in the BUYING CYCLE™.

If you want to stop spinning your wheels, and play
at the top of your game, align your head, heart and
hands. Get your mind-set, motivation and method
in sync. Harmonize your purpose, passion and
payoff, get clear on what, why and how, and watch
your performance soar to new heights.

4) The Buying Cycle™:
Satisfied, Dissatisfied, Ready!

I have taught this proprietary model to more than
a million people from 30 countries. It is the single
most important customer model to master.

Aligning with the Buying Cycle changes the game.
Here is the essence.

People move through three phases of buying.
Each is unique, and must be managed uniquely.
Because a person’s state of readiness is different,
outcomes for each buying phase are different.

Success is measured differently in each phase.

1. Satisfied people look for information, maybe!
2. Dissatisfied people look for a trusted advisor.
3. Ready people look for options and solutions.

You want to:

Educate cool suspects (satisfied people).
Get alignment.

Motivate warm prospects (dissatisfied people).
Gain agreement.

Activate ready buyers (ready people, hungry fish).
Get commitment.

Shifting attention away from the selling cycle, and
focusing laser-like attention on The Buying Cycle™
has enabled my clients generate more than $2 billion
in new revenues.

Employ The Buying Cycle™ in your company.
You’ll see instant results.

5) “Five Steps from Mystery to Mastery!”:

I ended with this model that explains why so little
of what we learn produces results or outcomes.

These five steps are essential for new learning to
produce results. There are NO shortcuts.

1) Impact: “whack on the head” – new learning is mystery.
2) Repetition: practice necessary to integrate new learning.
3) Utilization: use it or lose it; the key step to get results.
4) Internalization: do it unconsciously; playing your game.
5) Reinforcement: you master; teach others.

This is the journey from mystery to mastery.

To perform like a master in whatever you do, you
travel the path from unconsciously incompetent
(you don ‘t know what you don’t know), to becoming
unconsciously competent (you know what you know,
no longer think about it, and do it unconsciously).

True masters go one step beyond, to the fifth step.
They are “consciously” unconsciously competent.

They are not doing what they do.
They are being what they do.

I’m reminded of line the comic actor Chevy Chase
said in the movie, Caddyshack:

“Be the ball!”

Mastery is being the ball.

Masters keep elevating their game, knowing they
will never arrive at ultimate Mastery.

Mastery is a fun game. You can play it every day.
Today is a good day to play mastery.

Ready to make today the day you eliminate rejection,
boost your confidence, get more people referring you
customers, enlarge your circle of influence, expand
your network resources geometrically, make new
choices, shift the playing field and change the game,
I encourage you to listen to last week’s Webinar.

“There are two types of possible relationships. A person may relate to an object, which is a one-way relationship, since the object cannot reciprocate, or a person may react to G-d and to people, which should be a two-way relationship. Another difference between relating to objects and to beings is that things should be used, whereas G-d and people should be loved.” ~ Rabbi Abraham J. Twerski

The good Rabbi sums up beautifully the distinction between intrinsic value (the dimension of love and spirit), and extrinsic value (the dimension of all things material).

The real world is very important, and to be highly valued.

The spiritual world is the most valuable dimension of all. It’s the world where human beings are valued above all things material. It’s an abundant, infinite world where there is enough for all, and all beings are equal.

It is a world in which, as the Rabbi says, we use things and love people. When we use people and love things, we invert the true order of value in the world.

The title of Chapter 4 of my book, “The NEW Game of Business™” is,

“Seek a New Mission: Put People Ahead of Products and Profits!”

This speaks to an intrinsic approach to business, where the value is highest and the return on energy is best. A NEW Game business puts people first. They understand that both profit-ability and sustain-ability depend upon people.

You need people to buy what your business sells, and you need people to market and serve what your business sells.

People see and feel you differently when you relate to them at the highest dimension of intrinsic value. Connecting person to person is a special experience that maximizes value for both people.

When a company embraces this new mission, they immediately position themselves as a service provider of choice in the eyes of their customers, and an employer of choice in the eyes of their employees.

If you work for or run a company that embraces this philosophy and strategy, I’d like to speak to you. We are looking to acknowledge “NEW Game” companies that put people ahead of products and profits, and include some of those stories into the second edition of “The NEW Game of Business.”

If you work or run a “People First” ™ company, please…Email me or call me at 973-736-1304

One more very important thing: Chapter 10 is titled,

“Generate New Money: Profit is EVERYBODY’S Business!”

As important as it is to put people ahead of profits, it’s also vital for each person to contribute whatever he or she can to increase profits. Profit is EVERYBODY’S business.

People and profit are not mutually exclusive. The best companies give the most to their people, and get the most from their profits.

Loyalty Road is a two-way street. It travels both ways.

You must give it to get it.

The paradox of business today is the yin of people loyalty must be balanced by the yang of profit-ability. In the new game, most companies cannot afford redundant employees. Each person must contribute to profit in some meaningful way. That is a new game truth. We are no longer an assembly-line society. People are job secure to the degree they contribute something to the revenue side of the business. If they don’t, they will be out-sourced or downsized.

Expense departments that can be run for less cost somewhere else are most vulnerable. Revenue departments that are cash cows are most secure. Like it or not, this is capitalism at work.

The marketplace decides what it wants, and the companies that provide it with the best combination of intrinsic, extrinsic and systemic value are the most successful.

Clearly, no amount of intrinsic value will overcome a product or service that has no real world demand. At the same time, companies with great real world products and services go down in flames every day because they don’t reach the people who can buy them.

The payoff is highest and best when each person contributes something to the other at all three levels: intrinsic (relationships), extrinsic (results), and systemic (resources). If you want to make a big jump in how people value you, make a big leap to relate to them at the highest value dimension.

Seek a New Mission:
Put People Ahead of Products and Profits!

Mitch, CEO (Chief Encouragement Officer)
Put People Ahead of Profits

PS – If you work for a “People First” ™ company, please get in touch with me.

If you’re ready to play a new game of business, money and life, I encourage you to get in the game, jump on the field, step up to the plate, and swing the bat.

My aim is to help you prepare your game plan, assemble your team and play to the best of your ability.

It’s time to play by new rules, design a new strategy, practice new economics, seek a new mission, send a new message, chant a new mantra, find new solutions, acquire new skills, build a new model and generate new money.

These are the 10 core principles to play and win The NEW Game of Business!™

September 11 is always a special day; it’s Mom’s birthday. That day took on a whole new significance in 2001. September 11, 2004 was the first birthday without Mom. She passed on March 22, 2004. Mom was a giving person, always sharing what she had with others. She encouraged her children to be generous, and modeled it by her actions.

Mom’s spirit was to celebrate life. To honor her spirit and her birthday, on September 11 I decided to invite anyone who wants one to download a digital copy of my book, The NEW Game of Business.

There is one request I have that I hope won’t offend you (some people have called me horrible things for this):

To download the book and read it, I ask you first to “PLAY it Forward!”

I ask you to share it with other people who you feel would appreciate it, read it, benefit from it, and not be offended that you would send them a gift without their permission. As I said to one highly critical opponent of PLAY it Forward, “It’s a game. You can pass, or you can play.”

If you’d like to download and read a digital version of, “The NEW Game of Business™” visit our home page and click the BIG RED BUTTON on the right that says, “PLAY it Forward!”